In the last 15 years, home staging has become an integral part of selling homes in our market. While necessary, staging is also not inexpensive. In order to evaluate and justify the expense, it is important to understand how buyers make their decisions.
My first real estate transaction as a broker was in mid-2016, when I represented a Florida-based investor who was interested in finding a condominium in downtown Seattle. The rapport I built with him was bolstered by market knowledge and later by negotiation skills—and thank goodness for that, because what I didn’t know would have had me dismissed by most. I didn’t speak the language of the investor, nor did I possess the ability to perform a legitimate financial analysis. Glaringly obvious and a little bit embarrassing, I vowed to change it.